Sales Training << United Labs, Inc.

All of United’s training is with a one-on-one qualified trainer aimed at starting a new sales representative off on the right foot. The training program is designed to provide interactive training throughout a sales representative’s first years with United.

One way we invest in each of our employees' futures is by providing Advanced Continuous Education (ACE) to every sales representative. The ACE program is our systematic way of educating you about key product groups, account types and sales techniques. We combine individual workbook study with one-on-one training. This has proven to be the most effective way to help you learn quickly.

Below is a detailed listing of the training and education you will receive during your first six months of employment as a United Laboratories, Inc. Sales Representative .

United Laboratories, Inc.
First Six Months Training Program

Month One
Initial Training Week:	You will spend five days with a trainer in your territory. Emphasis will be on learning the United 5-Step Sales Presentation, 10 to 15 product demonstrations, territory organization & planning, and Closed Loop Boiler sampling.
Training Revisit:	A sales trainer will work with you in the field to observe your selling skills and assist you in perfecting the United 5-Step Sales Presentation as well as proper demonstration techniques.
ACE Training:	ACE training during the initial training week will consist of a series of manuals on United’s 5-Step Sales Presentation, product data on items in the initial starter kit, Policies and Procedures, and the Account Prospector Guide. At week three, you will complete the ACE Guide to Basic Chemistry and How to Read an MSDS. The Basic Chemistry guide examines and explains many of the basics of chemistry that can increase your knowledge and awareness of the many chemicals used in the United product line as well as competitive chemicals.

Month Two
Field Training:	Emphasis will be on Drain Maintenance. You will learn how to target, demonstrate and sell many of the products that are used to maintain drains. This training will take you back to the accounts that you have opened as well as new accounts. You will learn how to install pumps and dispensing equipment. Time will also be dedicated to helping you continue your skill development of the United 5-Step Sales Presentation.
ACE Training:	You will complete the ACE Guide to Drain System Maintenance as well as the ACE Guide to Phone Selling and Appointment Setting Techniques, which will provide you with the greater ability to get to the right person at your targeted accounts.

Month Three
Field Training:	This training will provide you with the skills necessary for successful selling of descaling products. You will gain the core competencies to help you develop your active account base as well as new accounts. Further training on selling, setting up and installation of the Drain Maintenance Feeding Program will also be covered.
ACE Training:	Courses will include products included in the 9 week kit, Selling to the Federal Government and the Quality Improvement Process (QIP).

Month Four
Field Training:	You will be taught how to sell wastewater collection systems. These systems are the delivery lines used by cities and municipalities to move sewage from buildings to the municipal sewage plant. Specific attention is given to problems experienced by municipal collection systems. The products associated with these systems are numerous and require 24 hours per day chemical feeding equipment to maintain. You will learn the marketing and sales strategies needed to insure your success in selling Wastewater Collection Systems.
ACE Training:	After careful consideration with your manager and approval from the home office, you may choose one course from Phase 2 – Selective Specialties, which includes courses on Selling Wastewater Collection Systems, Making Industrial Sales Calls, Intro to Water Treatment-Chase the Loop, Water Treatment-Boiler Training or Water Treatment-Cooling Water Treatment Sales and Selling. One course must be completed by the end of your 6th month of employment.

Month Five
Field Training:	Biocide testing will be the primary subject of the field training sessions during your fifth month. The market for United products in this area is largely untapped by the competition. Your training will give you the opportunity to expand your account base as well as introduce more products to the accounts that have already been established in your territory.
ACE Training:	By the end of the 6th month, you must have completed one ACE course from Phase 2 – Selective Specialties. Once you have successfully completed one course from Phase 2, you may choose to do the other courses from the same phase if you wish. However, only one course may be completed at a time.

Month Six
Field Training:	This training will focus on steam boiler systems: how to identify steam boilers, test the water, analyze the test, and offer United products. Chemical feeding equipment for United products will also be a vital ingredient in this field training.
ACE Training:	By the end of this month, you must have completed one ACE course from Phase 2 – Selective Specialties. Once you have successfully completed one course from Phase 2, you may choose to do the other courses from the same phase if you wish. However, only one course may be completed at a time.

A critical component of a United sales representative's training is the Account Prospector, which will be introduced to you during the initial training week. We not only teach you how to sell our products, we teach you where to sell our products. This vital document lists different types of accounts and the products and applications most commonly used in these types of facilities. Along with in-field training, the Account Prospector is an integral tool you will use throughout your selling career.